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Account Director

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POST DATE 9/20/2017
END DATE 12/16/2017

Cushman & Wakefield, Inc. Pleasanton, CA

Pleasanton, CA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


JOB DESCRIPTION SUMMARYResponsible for the day-to-day management of one or more Corporate Occupier and Investor Services accounts involving a large client and multiple service delivery. Responsible for budgeting, revenue generation, and profitability This position is responsible for actively managing and expanding the client relationship. Provides portfolio strategy and manages multiple service delivery systems which may include transaction management, lease administration, project management or facilities management, etc. Updates senior management on issues relative to each account and makes written recommendations regarding account profitability, status and staffing issues. Responsible for all aspects of staffing and resource coordination and allocation. Prepares written proposals, policies and procedures manuals, operations manuals, and develops standard forms for each account. Presents written recommendations to clients including economic justifications, financial reports as well as summarizing requisite analyses. Responsible for preparing agendas and materials for client meetings and making written/oral presentations. Involved in developing strategic plans, occupancy strategies and identifying occupancy cost savings opportunities. Leads the team in the delivery of integrated services.



* Able to lead all aspects of account relationship

* Ensure overall service delivery

* Coordinate service and/or resources delivered to the client

* Manage the flow of key documentation and client communications

* Responsible for working with customers operation groups at all levels and identifying real estate needs and introduces appropriate C&W service line

* Develop profitability criteria

* Responsible for budgeting, revenue and profit tracking

* Report profitability results to senior management

* Design reporting products to meet the clients unique requirements

* Ensure accuracy of all client materials

* Hires and manage account team

* Lead and / or facilitate client meetings

* Generate standardized and ad hoc reporting

* Reviews and ensures accuracy of reports and client submittals

* Uses telephone in performance of day-to-day responsibilities

* Travels from floor to floor and/or between offices/locations to attend meetings/seminars and other related events

* Uses a calculator and personal computer in performance of day-to-day responsibilities

* Performs other office functions as necessary and applicable which may include, but are not limited to, photocopying, faxing and transporting and retrieving files and other relevant documentation

* Performs other duties as requested by Branch Management, Account Broker, National CIS Manager or Direct Supervisor

Process Management

* Process management consulting

* Implement standardized processes that create maximum efficiencies

* Oversee development of standard forms and procedures

* Establish baseline performance measurements at onset of relationship or periodic intervals

* Develop performance measurements for internal benchmarking

* Identify industry data for external benchmarking

* Provide period reporting

* Lead annual review

* Develop and implement account operations manual

Transaction Management

* Overall responsibility for transaction service delivery

* Responsible for all aspects of transaction, project or lease management

* Coordinate and manage project team

* Determine clients needs and communicates project parameters

* Ensure that project parameters are comprehensive and correct

* Coordinate and/or oversee lease negotiations and management of transactions

* Coordinate legal review of all client leased/owned documents

* Hire and manage brokers assigned to current projects

* Ensure accuracy of financial data

* Prepare RFP, LOI and review lease to verify that negotiated terms have been captured

* Project tracking and reporting

* Fully execute projects

* Measure and communicate value added analyses

* Ensure proper set up of executed lease for on-going management

* Identify and implement process improvements

* Develop and implement transaction performance measurements

* Implement and maintain the project schedule

Portfolio Administration

* Implement and manage overall portfolio administration function

* Recommend and implement process improvements

* Develop and implement performance measurements

* Able to manage and /or perform all lease administration tasks

* Accountable for accuracy of data in clients portfolio management systems

* Provide written and oral reporting of critical lease action items

* Ensure accuracy of critical lease action date reporting

* Oversee maintenance of database ensuring all data is accurately classified, approved and processed

* Oversee and manage desk lease audits process

* Manage review and processing of Estopple Certificates, Attornment Agreements and Commencement Date Letters

* Manage sublease agreements including rent collections and subtenant billing requests

* Ensure timely entry of all data and submission of reports

* Ensure working lease files and ensuring that all files are updated and complete and follow corporate standards for records retention

Strategic Planning

* Lead the development strategic plans and provide real estate strategic advice to clients

* Identify occupancy cost saving strategies

* Develop occupancy expansion / contraction strategies

* Ensure implementation of agreed upon strategy

* Produce and/or support business case development

* Cross sell services through needs analysis

* Prepare reports, data and financial analyses toward the completion of a strategic plan

* Execute strategies by developing action plans

* Quantify and report on occupancy cost savings and value added

Business Development:

* Lead any assigned marketing efforts

* Prepare and deliver oral and written presentations

* Understand all aspects of service delivery

* Manages the development of presentation materials

* Participates in the presentation of C&W s capabilities for new business development

* Researches industries and corporations for new business development

* Performs business development duties as requested by Branch Management, Account Team Management and/or National CIS Manager

* Special projects as defined by account team members, ie commission analysis, project reporting, portfolio review etc.

Human Resources

* Recruits, hires and manages human resources

* Assess and project staffing needs for assigned accounts


* Bachelor s degree; Master s degree preferred

* 10 years of real estate experience

* Real Estate License

* Excellent oral and written communication skills

* Strong competency in project management

* Excellent real estate financial analysis skills and familiarity with accounting concepts

* Computer: Highly proficient with MS Office Suite, including ability to perform Internet based research

* Experience with high-level, complex transaction management including experience in contract management/compliance

* Expert presentation skills

* Competency in Resource Allocation and Implementation

* Accomplished relationship management and interpersonal skills

* Competent organizational abilities

* Experience in running meetings in a professional and efficient manner

* Team strategic development and leadership experience

* Competency in Strategic Planning and Real Estate Market Analysis

* 4+ years of personnel management experience


* Involves work of a general office nature; typically includes extended periods of sitting and/or operation of a computer

* Regularly required to talk, hear, and use hands and fingers to write and type

* Ability to speak clearly so others can understand you

* Ability to read and understand information and ideas presented orally and in writing

* Ability